Emotional intelligence (EI) enables marketers to study and manage their own as well as others’ emotions. Approaching the buying cycle with high emotional intelligence can have significant benefits for marketers:
- Uncover more needs than your prospects thought they had
- Differentiate you from competitors because you can listen
- Ask the right questions, and recognize the hidden dynamics your prospect must manage
- Decrease the close time significantly
- Address visible and latent objections and barriers
- Make you a true relationship manager and servant leader to your buyer
